Pioneer Fellow Project Report

• Appreciating confidentiality the reports will be handeld safly and kept confidential by the I&E Lab.

• A Power Point presentation 5-15 slides to a potential industry alliance partners auditory.

• The Structure should follow the present document....

Summary of Technology Project Results

• 1-3 Slides on the technology evaluations, experiments or lab demonstrations

• A final statement on the result of the technology evaluation

Reminder: University Technology Incubator Model as a “Broker of Technology”

• Clarification of IP• Global identification on

parallel research teams• Identification of existing

entrepreneurial approaches

Feasibility

Uniqueness

Technology Maturity

Entrepreneurial Setting

• Securing of IP in spin-off• Differentiate against

parallel activities and existing approaches

• Position spin-off as a TT vehicle with IP plan including licensing roadmap

• Building argumentation on uniqueness & differentiation

Pre-

Incubation

Spin-Off

Formation

Alliance

Development

• Identify bottlenecks• Independent

infrastructure• Unique supplier

• Clarification of usefulness

• Develop number of technology application scenarios

• Position on technology life cycle

• Identification of concurrent technologies

• Conservative business scenario with redundant supplier & infrastructure independence

• First market scenarios

• Present feasible demonstrator development or production scaling

• Develop market plan with partners

• Credible capability build up, showing “we can do it”

• Industrialization plan• Address industry partner

with irregular technology cycle perception

• Capability build up plan according technology invention type

• Skill set & resources• Resources and cost

breakdown

• Developing a role as a “broker of technology”

• Identify potential industries for alliance approach

• Business model build up according technology invention type

• Present business model showing “how to do it”

• Approach industry alliances partner according technology absorption capabilities and industrialisation & marketing capability

• Develop Product IP• Fast track to technology

demonstration

Alliance

Spin-Off

• Field test• Demonstrator scaling• Test marketability

• Joint development and industrialization

• Build technology absorptive capacity

• Negotiate industrial share holder ship or board representation

• Alliance contracting

Frame of UTI Support Stable Spin-off

UniquenessWhat are the unique elements of the technologyHow is the IP situation, how big is your technological “head start”What other entrepreneurial approaches do exist (other spin-offs, alternative solutions)Uniqueness:What are the unique elements of the technologyHow is the IP situation, how big is your technological “head start”What other entrepreneurial approaches do exist (other spin-offs, alternative solutions) Feasibility:What infrastructures are needed? How can you get it and to what price?What partners are needed on the supplier side?Mayor bottelnecks identified e.g. non redundant supplierWho would find the technology useful? Technology Development:What application scenarios did you develop/examine?What is your situation with competing technologies?How mature is the technology?Ideas about pricing/costs. Entrepreneurial SettingWho would be your partners?What discussions did you have with them?Who would be working in a possible start-up? What are the roles and tasks of the different people in that start-up (what do they do when they go to work, each day)?

Donnerstag, 20. April 2023 5Departement/Institut/Gruppe

Industrialisation and Market Capability

Tec

hnol

ogy

Abs

orpt

ive

Cap

acity

low

low

high

high

Technology Alliance

•Niche System Provider

•Licensing Partner

•Supplier

Market Alliance

•Subsystem Provider

•Marketer

•Supply Chain Partner

Competitor

•Direct license from academia

•Merger and Aqusition

•Market competition

No Approriate Alliance

Reminder: Framework to assess potential Industrial Alliance Partner

• Industry partners assessment matrix above and description of the axis decisions • Experience report on industry alliance partner discussions and results

Technology lifecycle positioning of evaluated technology spin-offs; self-assessment on Technology Readiness

(X)

(Y) (Technology)

(Technology)Industry Alliance

Standalone

Reminder: Technology Invention Type and Spin-Off Positioning

Technology Type Capability Build Up

Business Model Build Up

Alliance Partner

• Material R&D• Material Production

Engineering • Material Process Integration• Supply Chain• Technical Sales

Process Invention

Material Invention

SubsystemInvention

SystemInvention

• R&D Service• Production Engineering• Integration Engineering• Licensing• Small Batch Material Sales

• Niche Material Supplier• Low Technology

Absorption Partner

• Process R&D• Process Engineering• Process Integration

• R&D Service• Process Engineering• Integration Engineering• Licensing

• Process Industry with low Technology Absorption

• Niche Process Application Partner

• Subsystem R&D• Subsystem Integration• Subsystem Production• Supply Chain• Technical Sales

• R&D Service• Integration Engineering• Product Sales• Product Service Spares &

Maintenance

• System Provider• Niche Subsystem

Provider with low Technology Absorption

• Technical Marketer

• Niche System Provider• System Provider with

low technology absorption e.g.aged out

• Marketer• Supply Chain Partner

• System R&D• System Industrialization• System Production• Supply Chain• System Sales• System Service

• R&D Service• Product Sales• Product Service Spares &

Maintenance

Technology Spin-Off Development Scenario

• Scenario describtion as the basis of a feasible business case

Example

Technology Spin-Off Development Scenario

• Detailed 5 years insite out Business Plan FTE/ Investments• Resources• Infrastructure

Example

Excel

Example

Business Implementation

Costs

  2012/13 2013/14 2015 2016-2018 TotalSmall-scale System 123 0 0 0 123Mid-scale System 0 500 40 750 1290Large-scale System 0 0 0 9200 9200Inhouse production 35 60 0 0 95

Follow-up development 0 0 0 1200 12003rd party production 5 60 20 100 185Investment total 163 620 60 11250 12093

Salary 368 884 884 3135 5271Rent Payments 9 30 40 120 199Consumables 0 150 20 300 470Raw material 1.5 15 70 600 6873rd party expertise 20 150 20 40 230Promotion 6.5 16.5 10 30 63Travel 8 60 40 120 228Office supply 0.9 15 10 30 55.9Tax 0 0 20 260 280Rate (10%) 0 60 33 1547 1640Running costs total 413 1380 3162 6182 9123

Infr

astr

uctu

re

Inve

stm

ent [

kCH

F]

Run

ning

cos

ts [

kCH

F]

Example

Market Scenarios and Assumptions

• Potential Revenues/ Sales per region

Jahr 2011 2011/I 2011/II 2011/III 2011/IV 2012Potentielle Kunden   600 600 600 600  Neukunde-RA 4 1 0 0 3 28Neukunde-Sales 0 0 0 0 0 21Stammkunden 0 0 0 0 0 4Menge Erstbestellung-RA 20 8 0 0 12 112Menge Erstbestellung-Sales 0 0 0 0 0 84Menge Folgebestellung 5 0 0 1 4 16Menge 25 8 0 1 16 212Bruttoumsatz Greifer   38'000.00 12'160.00 0.00 1'520.00 24'320.00 322'240.00Materialkosten 4'250.00 1'360.00 0.00 170.00 2'720.00 36'040.00Mitarbeiterkosten 31'665.40 0.00 0.00 0.00 31'665.40 359'993.60Sales 1 FTE/200000 0.00 0.00 0.00 0.00 0.00 200'000.00F&E 1 FTE/100000 31'665.40 0.00 0.00 0.00 31'665.40 159'993.60Administration 1 FTE/100000 0.00 0.00 0.00 0.00 0.00 0.00Supply 1 FTE/80000 0.00 0.00 0.00 0.00 0.00 0.00Infrastruktur und Administration 18'861.55 675.00 675.00 675.30 16'836.25 68'167.50Miete 911.25 0 0.00 0 911.25 5'467.50IT-Kosten 5'000.00 0 0.00 0 5000 10'000.00Marketing 5'000.00 0 0 0 5000 20'000.00Versicherung 2'700.00 675 675 675 675 2'700.00Treuhänder 1'250.00 0 0 0 1250 5'000.00Reisekosten F&A&E 4'000.30 0 0 0.3 4000 20'000.00Kreditkosten 0.00 0.00 0.00 0.00 0.00 5'000.00Umsatz-Gesamtkosten -16'776.95 10'125.00 -675.00 674.70 -26'901.65 -141'961.10Bruttogewinn -44% -44%

Example

Business Case

Example

Out Look Next Steps

• Final Pioneer fellow Statement on Technology development in a Spin-Off formation